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From the Publisher
<BR> Channels of distribution is one of the hottest areas in
marketing and sales today. And no one understands the subject
better than Ken Rolnicki! <BR><BR>Managing Channels of
Distribution supplies a much-needed source of knowledge and
expertise that professionals can rely on. Based on case studies and
real-life experience, the book explains the complexities of
managing multiple channels - distributors, dealers, manufacturer''s
reps, VARs, private labels, brokers, wholesalers, retailers, and
all the rest. <BR><BR>In the process, Rolnicki explores
both macro and micro business influences that affect channel
effectiveness. Special attention is paid to the frustrating areas
of channel power and conflict, the dangerous issue of legalities,
and the most critical topic of all - the channel design sequence.